September 16, 2016
Written By: Admin
Credit professionals must communicate with senior management about what they do that machines can’t. They also must share information about customers that others don’t understand and how this knowledge makes the company more profitable.
There’s a cost to credit departments when they can’t show value, said Pamela Krank, president of The Credit Department Inc., during yesterday’s NACM webinar, Show Your Value. Learning how to demonstrate that the credit function is a critical piece of a company’s overall well-being elevates its importance, Krank noted.
Proactively sharing key information with upper management illustrates that point as well as helps cultivate relationships with the CFO, controller or CEO. Too often, they learn about its importance when there’s a problem, Krank pointed out. Credit managers who don’t highlight their value to their companies risk finding themselves underpaid, underappreciated or unemployed.
“A big mistake is not to track everything,” Krank said. “Measure everything, and document important contributions. We have to prove that we’re important.”
Let senior staff know what types of information the department has that they can’t get any place else, she suggested. Generate reports that reflect the value the credit department brings to the company. To identify what information to share, think like upper management, Krank suggested. “What keeps them up at night?”
The most popular and often overlooked report that CFOs want is cash flow forecasting, Krank said. She also recommends tracking, running and saving reports on all aging changes as well as generating reports that identify customers with the greatest risk of default and major issues causing cash delays. “CFOs hate surprises,” Krank said. Run the reports weekly, she added, and keep in mind that CFOs “want to know who’s responsible for resolving these issues.”
Try not to inundate upper management with too many details, Krank cautioned. Keep reports on performance metrics succinct.
This article originally ran in NACM National's eNews. For the complete replay of the NACM webinar, Show Your Value, presented by Pam Krank, president of The Credit Department, click here. To learn about other webinars that NACM offers, click here.
August 30, 2016
Written By: Lisa Russell
This is a new feature where we ask the NACM Heartland board of directors a question. This article is also posted on our blog (blog.nacmheartland.com) where you can post your own thoughts.
What, if any, credit enhancers do you use?
RON MCDOWELL – Martin Marietta
The only two enhancements that we use here at Martin Marietta is a personal guaranty and a joint check agreement with the general contractor. We are considered an unsecured lender or creditor as our material cannot be brought back or repossessed … unfortunately.
Both are generally effective, a personal guaranty is a separate document that indicates the customer, personally; will be responsible for the debt if the business doesn’t pay. We can attach or go after personal assets of the signee.
The joint check insures that we get paid directly by the general with the subcontractor listed on the check as well. This insures that we get paid and then we cannot file a lien against the general. Sometimes the sub-contractor keeps the money and doesn’t pay their suppliers. Then we file a lien against the overall project.
KEVIN QUINN – Key Cooperative
Key Cooperative offers extended terms using secured credit through third party lenders. This allows our agricultural producers to carry their crop input expense through harvest. We offer the ability to pay cash and carry items and home heating fuel delivery by use of credit card. We also offer on line bill pay both of these last two are supported by UTA a friend and business partner of NACM.
Of course, we pull credit reports from the NACM Heartland ICE system for commercial credit and use consumer credit reports provided by One Credit Source.
RANDY BURES – Helena Chemical
We use as many credit enhancers as we can based upon the risk of the credit file/customer. Many of these have been positioned before the transaction or require the enhancers such as Personal Guaranty’s, Corporate Guaranty’s, Security Agreements, Letters of Credit, Joint Checks, etc. Credit Enhancers are looked at as tools in the event of default our credit decisions are and should be based upon the fundamentals of credit starting with Character-Capacity-Credit...then Collateral / Enhancers. The security may be I sleep better when I have them.
August 18, 2016
Written By: Lisa Russell
Our annual meeting is rapidly approaching! This year to double your value, the meeting will be held in conjunction with the Fall ag conference.
Click here to download more information.